Journal of Marketing最新文献_第4页

EXPRESS: Closing the Knowledge Gap: Understanding and Reducing the Environmental Impact of Food Choices 《缩小知识差距：了解并减少食物选择对环境的影响》

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-05-30 DOI: 10.1177/00222429251348436

Bart J. Bronnenberg, Trang Bùi, Barbara Deleersnyder, Lesley Haerkens, George Knox, Arjen van Lin, Max J. Pachali, Anna Paley, Robert W. Smith, Samuel Stäbler

{"title":"EXPRESS: Closing the Knowledge Gap: Understanding and Reducing the Environmental Impact of Food Choices","authors":"Bart J. Bronnenberg, Trang Bùi, Barbara Deleersnyder, Lesley Haerkens, George Knox, Arjen van Lin, Max J. Pachali, Anna Paley, Robert W. Smith, Samuel Stäbler","doi":"10.1177/00222429251348436","DOIUrl":"https://doi.org/10.1177/00222429251348436","url":null,"abstract":"The global food system has a large impact on the environment. By converting household grocery purchases into environmental cost factors like greenhouse gas (GHG) emissions and land use, this study examines the sustainability of food purchases over a 10-year period using household panel data in two pro-sustainability markets (Germany and the Netherlands). The environmental intensity of households’ grocery baskets has not declined over time in these countries. Even though younger and more educated households are starting to shift their diets, the share of plant-based alternatives in food diets remains very low. The authors propose that one contributing factor is a lack of environmental knowledge, which they address by developing an app that gives personalized feedback on the emissions associated with consumers’ food purchases. The app also allows users to create sustainable grocery bundles aligned with their dietary preferences. Two experiments demonstrate that interacting with the app (1) raises subjective and objective environmental knowledge related to food, with much of this improvement persisting for over six months, and (2) reduces GHG emissions associated with stated food choices by up to 33%. These reductions are driven by different information formats within the app, including peer-comparisons and detailed information about food-category emissions.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"29 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-05-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144193065","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: How Can a Firm Suppress Shareholders’ Punitive Reaction to Its Disengagement from a Geopolitically Uncertain Market? 《快报》：在地缘政治不确定的市场中，企业如何抑制股东的惩罚性反应？

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-05-30 DOI: 10.1177/00222429251349386

Vivek Astvansh, Kamran Eshghi, Hesam Shahriari, Wei Shi

引用次数: 0

EXPRESS: Consequences of Bottle Bills: How Bottle Deposit Return Schemes Affect Retail Prices and Lead Consumers to Larger Package Sizes 快递：瓶子账单的后果：瓶子押金返还计划如何影响零售价格并导致消费者购买更大的包装尺寸

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-05-22 DOI: 10.1177/00222429251347284

Kristopher O. Keller, Jonne Y. Guyt

{"title":"EXPRESS: Consequences of Bottle Bills: How Bottle Deposit Return Schemes Affect Retail Prices and Lead Consumers to Larger Package Sizes","authors":"Kristopher O. Keller, Jonne Y. Guyt","doi":"10.1177/00222429251347284","DOIUrl":"https://doi.org/10.1177/00222429251347284","url":null,"abstract":"Plastic waste has doubled in the past two decades, and less than 10% of plastic waste is recycled. “Bottle bills” are legislation to combat plastic waste by increasing recycling rates, by adding a per-bottle deposit that gets refunded to consumers who return empty containers. Industry experts are divided over the retail sales and price implications of such measures. To clarify the implications of such legislation, the current study uses a synthetic difference-in-differences approach to investigate how New York’s 2009 law, targeting pure bottled water in containers < 128 fl. oz., affected consumers and retailers in terms of whether prices of bottled beverages changed and whether the bottle bill affected sales of bottled beverages. The study also identifies three mechanisms that can drive such effects. The results reveal that retailers increased prices of items covered by the bottle bill by 4% while keeping prices of other items, outside the bottle bill’s scope, constant. Volume sales in the water category decreased by 6%. This study finds substantial differences in these effects across package sizes and provides suggestive evidence that consumers’ ideological aversion and retailers’ additional operational effort and holding costs are related to these sales and price changes.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"136 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-05-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144113971","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Dynamic Effects of TV Ad Suspension on Keyword Search: Evidence from the U.S. Telecom Industry 电视广告暂停对关键词搜索的动态影响：来自美国电信行业的证据

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-05-10 DOI: 10.1177/00222429251343590

Jia Liu, Shawndra Hill, David Rothschild

{"title":"EXPRESS: Dynamic Effects of TV Ad Suspension on Keyword Search: Evidence from the U.S. Telecom Industry","authors":"Jia Liu, Shawndra Hill, David Rothschild","doi":"10.1177/00222429251343590","DOIUrl":"https://doi.org/10.1177/00222429251343590","url":null,"abstract":"This paper investigates the dynamic effects of temporarily suspending TV ads on online keyword search through a large-scale quasi-experiment in the U.S. wireless telecom industry. One top carrier, which spends stably around one million USD per day on TV advertising, halted its TV ads for a randomly selected week over our (6-month) study window. The primary challenges in this event study — continuously changing treatment variables and establishing valid control groups to account for time-varying confounders—are addressed using the generalized synthetic control estimator (GSC). Findings reveal significant immediate and lasting declines in the focal brand’s search volume, with reductions of 5-15% per day persisting for two weeks after TV ads resumed. The effects varied significantly across search categories: informational searches related to TV ad content experienced drops of up to 30% per day but recovered more quickly, while navigational searches showed smaller but more prolonged declines. Furthermore, the intervention had modest, short-lived spillover effects on three competitors. Interestingly, the suspension tended to hurt the competitor most similar to the focal brand, while benefiting leading competitors. These spillover effects were particularly pronounced in informational and channel searches, suggesting that competitors’ visibility was significantly affected by the focal brand’s absence.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"15 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-05-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143930695","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Automated versus Human Agents: A Meta-Analysis of Customer Responses to Robots, Chatbots, and Algorithms and Their Contingencies 自动化与人工代理：客户对机器人、聊天机器人、算法及其偶然性反应的元分析

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-05-10 DOI: 10.1177/00222429251344139

Katja Gelbrich, Holger Roschk, Sandra Miederer, Alina Kerath

{"title":"EXPRESS: Automated versus Human Agents: A Meta-Analysis of Customer Responses to Robots, Chatbots, and Algorithms and Their Contingencies","authors":"Katja Gelbrich, Holger Roschk, Sandra Miederer, Alina Kerath","doi":"10.1177/00222429251344139","DOIUrl":"https://doi.org/10.1177/00222429251344139","url":null,"abstract":"This meta-analysis examines when three types of automated agents (AAs)—robots, chatbots, and algorithms—are equivalent to human agents (HAs) in marketing roles. Analyzing 943 effect sizes from 327 studies provides novel insights. First, customers may be skeptical of AAs; however, they value their performance and eventually choose or buy from them as if they were interacting with HAs. Second, each of the three AA types has a unique set of contingencies that affect its human equivalence; previously identified contingencies do not generalize and can even have opposing effects across AA types. This study also identifies novel contingencies, such as the multifaceted concept of artificial intelligence required to fulfill a task. Third, some contingencies make AAs more humanlike, while others make their machine characteristics salient. These findings enrich the concept of automated social presence (ASP), suggesting that AAs are hybrid beings with a social presence (i.e., the feeling of interacting with a humanlike entity) and an automated presence (i.e., the feeling of interacting with a machine entity). The authors provide recommendations on when AAs can replace HAs in marketing roles to release capacity and alleviate labor shortages. They also suggest a future research agenda.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"75 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-05-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143930772","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Sustainable Product Profit Potential and Availability EXPRESS：可持续的产品利润潜力和可用性

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-05-10 DOI: 10.1177/00222429251343823

Bryan Bollinger, Randi Kronthal-Sacco, Levin Zhu

{"title":"EXPRESS: Sustainable Product Profit Potential and Availability","authors":"Bryan Bollinger, Randi Kronthal-Sacco, Levin Zhu","doi":"10.1177/00222429251343823","DOIUrl":"https://doi.org/10.1177/00222429251343823","url":null,"abstract":"Consumers have become more interested in purchasing products produced using more sustainable practices, with much of the recent growth in consumer-packaged goods (CPGs) within the United States from products with clearly labeled sustainability claims on their packaging. However, many categories have low levels of sustainable product market share, with substantial geographic variation. We assess the role of demographic variables on the availability of sustainable products, after controlling for their relative “profit potential” (determined by quantity, price, and price elasticity). To estimate profit potential, we estimate product and county-specific demand elasticities for seven CPG subcategories in the grocery and mass merchandiser formats. A meta-analysis of the estimates show that the relative profit potential of sustainable products increases with income and Democratic vote share. These variables predict greater sustainable product availability than would be expected from their higher profit potential. The fraction of the county that is white does not significantly impact profit potential but leads to higher sustainable product availability. Our findings provide evidence that managers likely use simple demographic heuristics to make product stocking decisions (supported by a separate survey of retailers) that do not necessarily reflect preferences for sustainable products and their profitability.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"293 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-05-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143930694","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Holistic Selling – An Emerging Paradigm in B2B Markets 《整体销售——B2B市场的新兴范式》

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-04-21 DOI: 10.1177/00222429251338820

Tim Kalwey, Manfred Krafft, Yeji Lim, Murali K. Mantrala

{"title":"EXPRESS: Holistic Selling – An Emerging Paradigm in B2B Markets","authors":"Tim Kalwey, Manfred Krafft, Yeji Lim, Murali K. Mantrala","doi":"10.1177/00222429251338820","DOIUrl":"https://doi.org/10.1177/00222429251338820","url":null,"abstract":"Contemporary trends in the buying behavior of increasingly technology-empowered business customers are triggering disruptive shifts in B2B selling and sales management, which have recently been the subject of extensive research. So far, however, there has been no comprehensive investigation into how foundational elements of B2B selling, encompassing its purpose, the salesperson’s role, and core selling activities, are being impacted by rapidly evolving B2B buying behaviors. This research probes this issue, drawing on the theories-in-use of B2B executives and salespeople struggling to meet today’s B2B selling challenges. The authors find that a novel selling paradigm is emerging, which they call Holistic Selling (HS) . The paper details how HS differs from the existing paradigms of personal selling, relational selling, and digital selling regarding the foundational elements of B2B selling. Under HS, the key role of the salesperson evolves from ‘order getting’ or ‘long-term relationship building’ in existing paradigms to ‘orchestrating’ all buyer-seller touchpoints to boost buyers along buyer-led purchase journeys. Propositions are provided for the effect of HS versus other paradigms on buying effectiveness at different purchase journey stages, along with key boundary conditions of this effect. The paper closes with implications for reorienting B2B sales organizations and future research directions.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"90 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-04-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143857723","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: The Power of Proximity: Exploring Narrative Language in Consumer Reviews 快讯接近的力量：探索消费者评论中的叙事语言

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-04-15 DOI: 10.1177/00222429251336706

Anne Hamby, Brent McFerran, Christie Fuller

{"title":"EXPRESS: The Power of Proximity: Exploring Narrative Language in Consumer Reviews","authors":"Anne Hamby, Brent McFerran, Christie Fuller","doi":"10.1177/00222429251336706","DOIUrl":"https://doi.org/10.1177/00222429251336706","url":null,"abstract":"Marketers know the importance of online reviews, but what can be done to improve the prompts asking consumers to review? Across eight studies, the present work shows that a prompt that encourages writing reviews for a close audience enhances consumers’ use of narrative language. A growing body of literature reveals that narratives are powerful persuasive devices for shaping audiences’ beliefs, including when reading online reviews. However, little is known about what aspects shape the communicator’s use of narrative language in the first place. A prompt that encourages writers to imagine as though they were writing for a close audience increases narrativity, an effect mediated by consumers’ tendency to write in a natural, less effortful style when writing for a close (vs. distant) audience. The effect is attenuated when people write about material (vs. experiential) purchases, and when people write on a smartphone (vs. PC). Consumers find writing for close others to be at least as enjoyable as several other prompts, but with improved outcomes for firms. As most review sites provide limited guidance on how to write, this research offers an inexpensive and scalable intervention to improve reviews and the review writing experience.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"82 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-04-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143832268","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Strategic Change Capability in Marketing Organizations: Conceptualization, Scale Development, and Validation 营销组织的战略变革能力：概念、规模发展和验证

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-04-02 DOI: 10.1177/00222429251333771

Georgios S. Bekos, Simos Chari, Matti Jaakkola, Heiner Evanschitzky

{"title":"EXPRESS: Strategic Change Capability in Marketing Organizations: Conceptualization, Scale Development, and Validation","authors":"Georgios S. Bekos, Simos Chari, Matti Jaakkola, Heiner Evanschitzky","doi":"10.1177/00222429251333771","DOIUrl":"https://doi.org/10.1177/00222429251333771","url":null,"abstract":"In dynamic and uncertain business environments, marketing organizations need to be constantly ready to enact strategic changes. However, a robust measure for capturing the organizational capabilities and underlying marketing activities required to achieve effective marketing-related strategic changes is lacking. This study addresses this gap by developing a measurement tool for strategic change capability (SCC). Drawing on interviews with marketing consultants and senior marketing managers, the authors conceptualize SCC as a multidimensional dynamic marketing capability that comprises five dimensions: establishing the business case for change, preparing employees for change, setting up the organization for implementing change, institutionalizing change, and assessing and adjusting implementation. Following rigorous scale development procedures, including (1) item generation, (2) expert evaluation, (3) scale purification, (4) scale validity, (5) nomological and predictive validity, and (6) scale generalizability studies, a psychometrically sound and reliable measure of SCC is developed. The SCC scale facilitates different types of strategic marketing change and predicts performance outcomes better than established constructs (i.e., strategic flexibility, agility, adaptiveness, and responsiveness). This study contributes to the dynamic capabilities theory and provides empirically substantiated guidance for marketing organizations on how to prepare for and effectively enact strategic changes in dynamic business environments.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"183 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-04-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143766486","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Owners’ Willingness to Accept in the Sharing Economy 快车：共享经济下车主的接受意愿

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-04-02 DOI: 10.1177/00222429251332889

Gretchen R. Ross, Eunice Kim, Margaret G. Meloy

引用次数: 0